“Dr. Pistrui’s course was useful and applicable in a variety of ways. I would like to express my deep appreciation and thanks to the wonderful learning experience he provided during the period of the program.”

Al-Hussaini Hussain, National Bank of Bahrain

Harnessing the power of data and
technology in combination with the strategic thinking and actions of people
Acumen Dynamics creates customized pro-active programs to help enterprises
build actionable solutions to both maintain and strength the buying links
between customers, people and the products and services they provide.

What is Relationship
Intelligence?

Quality customer relationship intelligence is an
important area that all businesses need to develop and utilize. Consequently
most companies face a series of challenges as they pursue such opportunities.
By integrating data knowledge, technology configurations, customer relationship
strategies and managerial leadership skills organizations can build practical
and efficient revenue driven programs measured in dollars.

Through the integration of the above mentioned functions customized customer
relationship intelligence including customized attributal profiles developed
along special location and time processes are extremely important.

One central challenge confronting businesses today is how to improve the
company's ability to use data, technology and strategic planning to extend
existing customer relationships, retain profitable existing relationships, as
well as identify and qualify prospects and emergent market segments. By gaining
a better understanding of how to create, maintain and extend a profitable
customer-centric product and service mix companies can develop strategic sales
and marketing initiatives measurable in revenue and dollars.

Developing and Using Multidimensional Relationship
Intelligence

Through the development of multidimensional
customer relationship intelligence in time and space organizations can create a
form of "20/20 Vision" which assists management with the development of
programs to measure the quality of its client base and to increase its share of
each appropriate customer's wallet. The ability of strategically cross-selling
and up-selling based on qualified propensity and revenue potential represents
an enormous opportunity for all businesses today.

Achieving 4 Primary Objectives with Relationship
Intelligence

Build on the existing data and technology platforms to further demonstrate the
usefulness of data mining, customer relationship management techniques and
strategic planning initiatives.

Develop methods of better understanding and profiling the key attributes of
existing customers while building profiles to further assist with the
development of customer selection strategies.

Develop methods of better understanding the major profit drivers including
identifying trends and learning that can be used to create product/service
profit clusters to enhance cross-selling, up-selling, and the sales and
marketing mix.

Harness the power of data and technology in combination with strategic thinking
and the customer relationship process to create customized pro-active programs
to help the business strengthen the buying links and increase revenues.

Identification and analysis of "profit clusters" of products and services,
which serve as revenue drivers, measured in dollars along spatial and time
dimensions

Identify and create "affinity groups" of customers based on the following
criteria; a) attributal customer profiles, b) geographic location and time
processes, c) revenue/profits measured in dollars

Identification of patterns, trends and propensity analysis relating to
increasing "share of wallet" through customer relationship extensions,
retention and selection of new target markets measures in dollars.

Use the 5-year database to create a baseline and predictive factor model to
assist with strategic planning and marketing initiatives.